I built this work on every deal I talked myself out of
I spent years on sales floors before I ever stood on a stage, and most of what I know I learned the expensive way: watching good reps — including myself — hand back margin nobody asked us to give up, because the silence after the number felt worse than the discount.
I started writing the rules down because I got tired of re-learning them every year. Four books later, I still open every talk the same way: with the deal I lost by being too agreeable, not the one I won by being clever.
I am not selling hustle. What I offer is more specific: a straight conversation about price, held all the way to the end, and the discipline to walk away from the easy no.
- Independent sales consultant and keynote speaker
- Speaks on request to sales and revenue leadership teams
- Author of four books on pricing and pipeline discipline
Started selling before he had a title for what he was doing, and lost more deals to fear of the number than to price.
Learned to let a stalled deal die instead of discounting it back to life — and watched the next quarter get easier.
The book that started as a set of rules taped above his desk.
What worked on a sales floor turned out to work on a stage.
The Hard Yes and a full slate of sales-kickoff stages.